Handicap(s)inbusiness
development do not even out the playing field for
lawyers. Instead they create challenges and possible detriments. Whetheraware of
them or not,ALLlawyershaveandfacehandicapsineverysinglenew business developmentsituation.Themostcommonhandicapsarethelackof knowledgeor understandingof
“theplayingfield”and“layof
theland”andthekeyskillsneededtosucceedin differentopportunitiesandindifferentsituations. For example, the decision-making process for selecting outside
legal services within each company or entity varies considerably, so creating
and using a people-map in advance can help.
Other handicaps lawyers face when working to develop business includethevariancesany clientcanperceivebetweenwhatonelawyeror firmbrings tothetableversus competinglawyersand firms.A very common yet hiddenhandicapisanyunconsciousbiasthatmay
comeintoplaywhen working todevelopbusiness withaspecificperson or company.For
example,a “GenX”generalcounselmayhaveanunconsciousbiasagainst“BabyBoomer”lawyers.

As alawyerwantingtobeabetterrainmaker, for each situation, ask
yourself these questions as they apply to you:Whataremyhandicap(s)?Which ones amI awareof?Whathandicap(s)mightI
havethatI amnotawareof?
Using a proven rainmakingcoachcanhelpwiththeseandmanyotherissues, hurdles,andchallenges.

The sameistruefor lawyerswantingtodevelopnew business. Most lawyersfocus
themajorityof their available business
development timeon speaking,presenting,attendingconferences,andwriting. Each of these activitiesincreases visibilityand may developbusiness, butnotas productivelyas othermeans.The fact
is, almost all new legalwork
is awarded eitherduringor shortlyafteraprivate,one-on-oneor smallgroup
meetingor conversation,yetmostlawyersdo notspend timefocusingon improvingtheir“sales”conversationsand related approach and habits.Spendingavailabletimemostproductively(i.e.,working
smarter)iskeytobecomingthe bestrainmakerand/orgolferyou canbe.Greatcoachingcanassistwiththesechallenges.

About the Author:JulieSavarinoisanattorney,rainmakercoach,andoneof
theworld’s mosthighly recommended “sales”andbusiness
developmentcoachesandconsultantsfor lawyersandlawfirms. If you like this post, check out
and "like" Julie’s new Facebook page @therainmakercoach where she
will be posting useful and valuable "sales" and business development
tips and content for lawyers, law firm marketers and law firms all year long!